8/2/2023-The Power of Questions

If selling is about listening, where does that put questions? Questions are the backbone of good selling, and a few solid best practices are not hard to master.

"What do you like most about my offering?" That’s a good qualifying question to ask in a pitch meeting.

"If you could change anything about my proposal, what would it be?" That steps it up a bit, right?

The power of questions begins with courage and includes simple best practices, like asking open-ended questions. While you’re at it, avoid the classic seller’s bad habit of answering your question for the buyer.

Ask…stay silent…listen.

Before your meetings today, prepare three or four questions that must be asked in your meetings. ("I absolutely CAN NOT leave this meeting without asking about X")

You’re a pro, but even pros don’t remember essential questions that need answering unless you write ’em down.

The TOP 10% think like detectives; they ask themselves, "What information and insight do I need that can crack this thing wide open?" The questions that give you those insights are not ones that come organically during the meeting.

There’s no extraordinary skill needed to be a strong question-asker; layer your knowledge on being prepared with a strong dose of assertiveness.

If you’re prepared with three or four, open-ended and strategic questions ahead of your meeting, you’ll be surprised at how assertive you will become in your meetings.

Pre-meeting preparation of questions forces you to think strategically about the holistic state of your progress on the account and with that specific buyer. What are the info gaps about the account you need filled? What type of personal commitment do you need from that buyer? ("Hey, can you introduce me to Bob?") And what about obstacles or objections: "In your eyes, what might derail this deal?"

If you write your questions in your notebook before the meeting, the chances of you asking them goes up exponentially!

After you ask, shut up and let the buyer talk!

Questions are dynamic and powerful tools in the hands of the right sales surgeons" who know how to use them.

The next time you feel yourself slipping from masterful question-asker" mode into interrogator, channel Frank Drebin to remind you to be gentle (…and smart).